Value Centric Selling - How to Sell on Value, Not Price

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NOTE: Download Study Guide to follow along

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I. Shift In Selling: What’s Changed?

Technology:

· User accessibility to information

· Internet has changed our buying behavior

· Clients are more informed through research

· Client have more alternatives

· Clients are 60%-70% into the buying process by the time they contact a vendor

Economy

· In a recession budgets get tight; money becomes scarce

· Make a Safe decision

· Most value for their money

· Justify the purchase based on tangible numbers

The Result?

· A change in how people buy

· No one wants to be pressured into buying

· Qualitative persuasion isn’t enough

· Quantifying the value for the client and help them make a decision

II. Sales Philosophy 2.0

Empathize

·  Put yourself in the client’s shoes

·  View selling from the buying perspective

·  Understand their pain point and concerns

Educate

·  Give clients as much information as necessary

·  Position yourself as an advisor (through sharing knowledge)

·  Establish credibility by demonstrating (or proving)

Empower

·  Give the client necessary information to make a decision

·  Do not pressure the client into making a decision

·  Clarify issue(s) for the client and guide their decision-making process

III. Value Impact – Ball Example

Value Centric Question: Where does your product or service impact a client's business?

With this simple example of manufacturing a "ball", the challenge is to find ways that your product or service can help clients: increase revenue, reduce cost or expand market share. 

For this example, here are 4 value impact zones:

·  Material Cost

·  Machine - Manufacturing

·  Manpower

·  Marketing

Product Name: ____________________________________

Development/Release Year: _______

Product Price (Average Sales Order):  $ ______________

Product Description:

Why was this product developed?  

List the top five (5) in order of importance: